Analyse the following parts of the video:

 And the third point, which is really important, and one that people often overlook, is that
not only do we have to think about our alternative, and our reservation price, we also need
to think about our aspiration.

 Rather, what I want to do is give you the structure of a negotiation, so that you can be
successful, regardless of what you face.
 And then what I want to do is give you four steps to help you be more effective in getting
what you want.
 Look at the following sentences from the text:
how are they changed?
 Business environment for car makers marked by volatility, unexpected developments and
political uncertainty.
Not only is the business environment marked by volatility but also by unexpected
developments and political uncertainty.

 The UK remains an important location for us. Much will depend on how Brexit is
ultimately negotiated.
It is on how Brexit is ultimately negotiated that much will depend on.
Inversion
 Negative adverbs referring to time

 No sooner ….. than

No sooner did the negotiation start than we agreed.
 Hardly/ Scarcely/ Barely … when
Hardly had we agreed when the other party had another
requirement to make.
 Not until / Not since /Not for one minute
Not until the whole negotiation was over, was I relaxed and focus
again.
 Only after / Only later / Only then / Only when
Only after several weeks, did the other party probe their interests.
 Negative adverbs referred to frequency

 Never
Never did I lose a negotiation
 Rarely
Rarely do they fail to make their concessions fulfilled
 Seldom
Seldom do we apply all the negotiation techniques.
 Hardly ever
Hardly ever does the company allow us to negotiate.
 Negative adverbs to express how infrequently
sth happens
 Little
Little did I develop my negotiation skills.
 Nowhere
Nowhere will they find all the requirements they asked for.
 Adverbs referring to general emphasis

 Only by/ Only in this way

Only by a tough negotiation will we be able to reach an agreement.

 In no way / On no account / Under no circumstances

Under no circumstances will we permit them to obtain whatever they
want.
Cleft senteces
Emphasising an action using WHAT

 I have negotiation today

What I have today is a negotiation
 We need to come to an agreement
An agreement is what we need.
All: referring to “the only thing”

 All we are going to do is wait until they probe their interests

 All that happened was that they didn’t make any concessions
It: emphasising different parts of the sentences

 Next month, we have a crucial negotiation to decide how we are going to proceed.
It is next month that we have the crucial negotiation to decide
how we are going to proceed.

It is a crucial negotiation to decide how we are going to

proceed the one we have next month
Do it yourself: use inversion or cleft sentences
to join the following sentences
 Chief executive HK said in an statement on Tuesday that the German car manufacturer
was considering “different scenarios” to deal with any potential economic fallout from
Brexit. (Cleft sentences)
 BMW opened a new engine plant in China in 2016 and it’s the largest factory in South
Carolina in the USA (Inversion)
 Car manufacturers are very uneasy about how President Trump is protecting America’s
domestic interests in the market. (Cleft sentence)
Do it yourself: use inversion or cleft sentences
to join the following sentences
 By the end of 30 years, your buddy will be making $100,000 more a year than you.
Think about that.

 My husband is a trained chef. Do you know that chefs don’t have recipes for all those
sauces. They know the structure of the sauce, and so regardless of the ingredients that
they have, they can make a great sauce.

 When we negotiate most of us view the goal of a negotiation as to get an agreement. This
is wrong. The goal of a negotiation is not to get a deal. The goal of a negotiation is to get a
good deal.
 Moving it from an adversarial process to one that is problem solving. And, problem solving is
collaborative. I want to solve our problem in a way that’s good for you, but also gives me more
of what it is I want.

 And, I need to weigh the potential benefits from negotiating with the potential costs for
negotiating. And, will the benefits outweigh the costs?

 The second step is, I need to prepare. And, they’re really two aspects of this step. Number one, I
need to understand what my interests are. What I’m really trying to achieve in this negotiation.
And, the second component is I need to understand the interests and preferences of my
counterpart.

 To give you an example, my dean recently sent me an email indicating that I would have to be going
from five courses a year to six courses a year. Because he had received information from the Provost
that we needed to be consistent in the amount of contact hours, and course credit. I was not
happy about that email.

 He said to me, I never even thought of that, and why didn’t he? It wasn’t that weird. Because he
didn’t have the information that I had, that my classes routinely ran over. And, so when I gave him
that information, it created a solution that made him as well off as he was, and made me a
whole lot better.